work through the 7 skills for rapport building learn how to read and lead others explore powerful...

Leadership Mastery Series –Rapport Building

Course Objectives

Work through the 7 skills for rapport building Learn how to read and lead others Explore powerful relationship building skills Understand the power of self awareness Takeaway action & implementation plan Follow up individual coaching session

Rapport Building

Building & maintaining relationships is essential

Rapport increases in importance when you don’t have it

A lot of opportunities appear when you do

Rapport Building

Feeling a certain level of comfort

A natural tendency among most people when they get together

Certain skills can be used to create rapport if not present

M i r r o r i n g

Matching Certain Behaviours of Another:

Tempo

Tone

Breathing

Body Postures Movements

Voice

Matching Voice Tone or Tempo

high or low, loud or soft

Tones

Tempos fast or slow, with pauses

or without

Matching Voice Tone or Tempo

Adjust temposlightly

Be trulyinterested

in the otherperson

It can belearned

Becomeaware ofdifferentrates ofspeech

Practice ina safe

environment

Your abilityto establishrapport will

increase

Matching Breathing

Persist in watching: you can find breathing rhythm

Once you have it, you can pace yourself to it

You may need practice

Matching Movement Rhythms

Identify a movement that another displays repeatedly

Match it with a different movement of your own

Matching Body Postures

Do if with subtlety

Look at your watch

Increase your distance from another until far away (for easy hearing)

Make an abrupt, unexpected movement

Breaking Rapport

To breathe at your own rate

When you are about to sign a binding contract

Communication IsMuch More Than Words!

Voice Tonality

38%

Body Language

55%

Words 7%

Modalities of Calibration

BREATHINGLocation

RateVolume

EYE MOVEMENTSDirection

PacePattern

PUPIL DILATION

SizeSymmetry

SKIN COLOUR

ConsistencyTime frames of changes

Modalities of Calibration

LOWER LIP SIZESwelling (lines vs.

fullness)Shape

MUSCLE TONUS

TensionTwitches

VOICEPredicates

Tempo/RhythmTimbre

Pitch/Tone

GESTURERange of movement

SpeedSpatial relationships

PACING

Establishing the bridge through

rapport and respect .

LEADING

Changing your behaviour so the

other person follows

You cannot lead someone over a bridge without building it first.

&

Pacing & Leading

Change your behaviour to suit your outcome & you are bound to have

more success

EXAMPLE: Go to an interview in

suitable clothes if you are serious about

wanting the job

Pacing & Leading

Appreciate What People Say (You Do Not Have to Agree with It)

Pacing & Leading

You need to pay attention to the other

person

Be flexible enough to

respond to what you see & hear

Representational Systems

visual

auditory

kinesthetic

olfactory

gustatory

Representational Systems

The door of perception we prefer affects our choice of

words, breathing, body posture & and eye movement

Representational Systems

On a conscious level, we move from door to door

in different situations

Thus, it ’s not a good idea to classify people as

strictly visual, auditory, or kinesthetic

P R E D I C A T ES

Refer to your workbook (pages 17-20)for visual, auditory & kinestethic predicates

H A N D O U T:PEN & PAPER PRACTICE

Eye Accessing

The way we think affects our bodies & how we use our bodies affects the way we think

What is the first thing you see as you walk through the front door of your home?

Eye Accessing

The eyes move across to our left for remembered sounds and across to our right for

constructed sounds

H A N D O U T:ELICITING EYE ACCESS CLUES

Precision Model NLP:Questions You Ask

LEFTHAND

Is therean

Exception?

What would happen if?

How specifically?Does X happen?

Comparedto what?

Who or what specifically?

is X?

Precision Model NLP:Statements They Make

RIGHTHAND

Comparisons:Too MuchToo Many

Too Expensive

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(Nouns)

UnspecifiedVerbs

Rules

AllEveryMust

Effective Communication

Coaching:

asking quality questions that support clients in becoming clear

in goals

limiting beliefs that prevent them from achieving desired results

H A N D O U T:POWERFUL QUESTIONING

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